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 | Job posted by TheLadders.co.uk |
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Job Purpose
To market and sell the banks products to medium-sized companies (broadly those with turnover £1m to £25m) and equivalent entities, but with a strong emphasis on customers with turnover greater than £5m.
To develop new customer relationships.
To manage the relationship with existing customers, extending the width and depth of their relationship with the bank.
To deliver sustainable income streams.
Summary of Key Responsibilities
1. KEY ACCOUNTABILITIES
To originate new customer relationships for the core product set of lending, current account, deposit, and cash management.
To manage the existing portfolio of customer transactions, supporting customers and retaining business.
To extend and develop business with existing customers, aiming for an average of 3 products (including both core and others) and for a primary banking relationship.
To meet targets for profit, credit quality, new customers, cross-sales, customer satisfaction, and retention.
In the region covered by the Business Centre, to support the development and maintenance of a network of introducers in the professional business community, and to develop a personal network within the local business and professional community.
To prepare and implement a comprehensive marketing programme.
To exercise the operational and control activities required in managing customers and transactions.
To write high quality credit applications for proposed transactions and carry out periodic credit reviews on all existing customers.
To help develop support staff so that they have the opportunity to achieve the necessary skills to progress to a relationship manager role.
2. DIMENSIONS
The Business Centre budgets will be translated into individual targets for the relationship managers in the region of £175,000 - £200,000, taking into account the projected income from existing customers for each manager.
The roleholder will be expected to travel extensively to visit customers in the region covered by the Business Centre.
The roleholder will be expected to spend appropriate time at the Business Centre itself to enable exercise of operational and control responsibilities and to allow for efficient interaction with his or her manager and other staff.
The roleholder will be expected to promote the bank to the local business community through networking and attending functions, some of which will be outside normal business hours.
The roleholder will have primary relationship responsibility for customers in his or her portfolio.
The roleholder will have primary responsibility for credit quality in his or her portfolio.
3. BACKGROUND INFORMATION
The banks strategy is to use relationship managers primarily to develop primary banking relationships with customers with turnover over £5m. The Relationship Manager is expected to become a trusted advisor to these customers.
Relationship Managers will deal with customers with turnover £1m to £5m through a more reactive relationship model with active involvement of an Assistant Relationship Manager.
The bank will migrate smaller customers to Direct Business Banking.
These size bands can be varied with the approval of the Regional Director if a customers growth, specialisation, or particular activity makes this appropriate. For example, a £2m turnover customer which has £1m to deposit could justify a full relationship.
4. ASSIGNMENT & PLANNING
Able to plan own work and set priorities effectively.
Able to build personal links and work well with Assistant Relationship Managers in order to provide a seamless service to customers.
Able to build personal links and to work well with support departments, including Credit Risk, Operations, and Marketing.
5. SUPERVISION OF OTHERS
This role does not necessarily require any supervision of others.
However, in some cases the roleholder will have sole or joint responsibility for one or more Assistant Relationship Managers. In such cases the roleholder will be required to produce (singly or jointly) an individual development plan for his or her reports. This should provide clear objectives and deliverables and assist in skill development. The roleholder will monitor performance of, motivate, appraise, reward, and develop any reports, and discipline as needed
6. OTHER WORKING RELATIONSHIPS
Internal
With Business Centre staff, deliver the roleholders and the Business Centres objectives
With Credit Risk, Operations, Marketing, and other Bank units support operational and control processes.
External
Existing and potential customers
Key business professionals and other potential introducers in the region covered by the Business Centre
Local businesses and business organisations
Local media (with support of Marketing)
7. DECISION MAKING AUTHORITY
The role has no discretionary lending power.
The roleholder will have authority within defined policies and limits on pay/no pay decisions.
The role will act within all Bank controls, including credit policy.
8. PROBLEMS & KEY FEATURE
To meet all targets while maintaining credit quality.
To acquire new customers.
To develop and maintain a network of introducers to provide a pipeline of new prospects
To continue to develop skills and knowledge so as to be able to provide a progressively better service to customers
Summary of Key Competencies
Required Competencies
The role is considered a Manager Level 3 in the Groups Competency Framework requiring the following competencies defined in that framework:
Required Behavioural competencies :
Personal leadership (Takes responsibility for own actions and making decisions. Remains calm and composed in challenging situation, demonstrates resilience and tenacity)
Results orientation (Takes ownership for team and individual performance contributing as fully as possible. Understands how performance affects profit and how it will be measured. Displays a strong commitment to achieving challenging targets, optimising the use of resources and identifying ways to improve performance).
Client & customer orientation (Understands and responds to the needs of clients/customers both internal and external. Building sustainable relationships that make clients/customers feel valued. Strives to deliver a consistently high quality service).
Communicating and influencing (Communicates openly and effectively in a manner appropriate to the situation and the individual. Persuades and influences others in order to gain support for ideas or views that will benefit the organisation).
Required Technical Competencies:
Business & product knowledge (Shows a high degree of knowledge and understanding regarding Abbeys internal and external policies and products and the market in which it operates. Understands organisational goals and objectives. Is a subject matter expert in own field of responsibility or specialist area).
Risk management & control (Ensures policies and processes are in place to identify, assess, analyse and manage all risks to the organisation. Considers internal and external risks and escalates as necessary. Carries out appropriate contingency planning and takes accountability for own actions to mitigate damage to organisation).
Business development (Understands the essential requirements of business and demonstrates concern for commercial success. Has a
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This job expired on 15/02/2012
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